Industry spokesperson presents results of a new survey on the structure and situation of sales agents in Austria – “Sales agents are networkers and sales professionals”
Vienna (OTS) – “The commercial agents in Austria – recently also called sales agents – are not only trained sales professionals, but above all have a large number of industry contacts, both nationally and internationally. This makes them an indispensable and reliable partner for companies when opening up new markets,” says Robert M. Hieger, Chairman of the Federal Committee of Commercial Agents in the Austrian Federal Economic Chamber (WKÖ). In total, there are around 8,500 sales agents in this country with an average industry experience of 24 years.
Current market study confirms importance of distribution via sales agents
Industry spokesman Hieger presents a current study by the Market Institute on the state of the industry: “The number of market participants has remained largely stable in recent years, despite economic changes and the pandemic.” A broad-based communication campaign is currently underway on social media to convince young people and employed sales staff to become self-employed. WKÖ Federal Committee Managing Director Christian Rebernig sees this as “ensuring a rejuvenation process in the industry, so that products will continue to find their way onto the market via sales agents in the future.”
International network opens up great sales opportunities
“Sales agents work in different industries and are success-dependent – and that promises success for the companies they represent,” say Hieger and Rebernig. These sales professionals support companies in initiating B2B business with their market knowledge and their many years of experience and know how to give their clients both financial and time advantages. Federal committee chairman Robert M. Hieger: “By dealing with a wide variety of industries and products, they are integrated into an international network that also represents a valuable and often underestimated resource for companies.”
SME producers rely on the services of sales agents to place their products
On average, sales agents look after around four agencies. Two thirds of the companies represented are based abroad, the majority of them in the EU. At 70 percent, mainly small and medium-sized producers (SMEs) are the largest group of clients. Companies from the clothing and textile industry and furniture manufacturers in particular rely on the know-how of sales agents, followed by manufacturers of interior design items and companies from the iron, metal, wood and building supplies sectors.
Brokerage of products valued at 31.3 billion euros
The total turnover of goods brokered by a sales agent currently averages 3.7 million euros per year. In total, this means that goods sales of over 31 billion euros are brokered each year. Sales agents therefore make a significant contribution to value creation in Austria.
182 customers are served per sales agent at home and abroad
On average, sales agents work with more than 180 customers. Around 45 percent of customers come from the trade sector (especially retail), and a fifth each from industry and commerce. Almost six out of ten sales agents work exclusively in Austria, while 42 percent also work in international markets. This means that Austrian sales professionals also play an important role in opening up other countries.
Sales agents are constantly on the market and depend on the car
The current market study also shows that sales agents have to be highly mobile despite the use of digital communication tools, as long-term business relationships after the pandemic rely more than ever on face-to-face communication. They therefore spend an average of around 90 days a year traveling and stay 40 nights a year. Sales agents travel an average of almost 40,000 kilometers a year. In comparison to 2019, there is a decline in travel volume, with 450 kilometers currently being driven per travel day – more than five years ago.
Easing of the economic framework conditions called for
In this context, Federal Committee Chairman Robert M. Hieger emphasizes that “we want to make the sales agents’ vehicle fleet more eco-friendly and, in the medium term, halve the current annual fuel consumption of 21 million liters.” The problem here is that small cars and expensive, more environmentally friendly vehicles such as hybrid cars are not entitled to deduct input tax due to current legal provisions. “In the spirit of eco-friendly vehicles, the legislator would have to create the appropriate framework conditions that would benefit the sales agents and, above all, the environment.” Electric vehicles are still an inadequate alternative due to their currently insufficient range and too few charging stations. “We are still waiting for the valorization of the adequacy limit that was promised as part of the abolition of bracket creep. This adjustment is all the more important because around two-thirds of our sales agents already have to resort to vehicles with a list price of more than 40,000 euros due to price developments,” said WKÖ Federal Committee Managing Director Christian Rebernig.
On Find the right sales agents in Austria
Companies looking for sales agents can find them on the online portal the right sales professional quickly and easily across all industries. The professional representation of commercial agents is organized in the Federal Committee of Commercial Agents in the Austrian Federal Economic Chamber (WKÖ). (PWK283/JHR)
Foto [© WKÖ-Bundesgremium der Handelsagenten]: – Robert M. Hieger (right), Federal Committee Chairman of the Commercial Agents in the WKÖ, Federal Committee Managing Director Christian Rebernig (left) with the results of the current industry study, carried out by study author Mag. Stefan Anzinger, Market Institute (middle)
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